financial adviser prospecting

The prospecting method that keeps on delivering the most opportunities is Referrals. A distant second in the source of new clients for advice firms is Centre of Influence referrals. Research by the Financial Planning Association…

The Principle Of Scarcity One of the more powerful principles of influence is the Principle Of Scarcity: people tend to want what they perceive as being limited, or difficult to get. That is a difficult…

Testimonials are great marketing, but they are losing their effectiveness a little if you still do them conventionally. All is not lost with testimonials however, as one small change CAN make them resonate with your…

When all else fails and you are at a loss to market yourself effectively the easiest marketing path is to sell “convenience”. One thing you can count on is that there will be a significant…

Simply creating trust with a prospective client is the initial hurdle to having them engage in the advice process. To be fair the required level of trust initially is relatively low – can they trust…

There are many barriers which can prevent a prospect from engaging in the professional financial advice process, and those prospect barriers are our problem to address. WE have to try and eliminate or negate all…

To create an effective advertising campaign – one that gets you the results you wanted to begin with – there are 5 steps. Many professional services firms miss at least a couple of them, and…

How much an adviser should spend on marketing is a perennial question with an expectation that there is a definitive $ or % answer. There isn’t. So the better question is how much time should…